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Video Prospecting That Gets Responses: The Complete ...
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It's your first personalized touch after a connection request Also good as a 3rd touch point in the LinkedIn DM “You have a strong visual observation to reference (their LinkedIn post, company news)” You're reaching a high-value prospect (VP or C-suite) where extra effort is justified
A prospect can't tell whether your email was written by you, by AI, or by a template your manager shared. They can't tell whether your LinkedIn message was personalized or mass-sent to 500 people with an automation tool. “When you record a 45-second video mentioning the prospect's name, referencing their company, and noting something specific about their situation, they know instantly that you made this for them.” The data backs this up. Video messages see response rates 2-3x higher than text-based outreach to the same prospects. The higher the role you're targeting, the bigger the advantage. Executives who ignore hundreds of emails per week will most likely watch a 45-second video because it's novel, it's personal, and it shows respect for their time. Also, because no one else is doing this consistently.
For example, I asked 50 executives how many personalized LinkedIn videos they received last year. Their answer shocked me at first, but I quickly realized it made sense because nearly all said the same thing: ““One. Maybe two. And they weren’t even that good… but I watched every single one of them.”” Even a LinkedIn exec told me they had receivedZEROvideos throughout her entire career.
Video removes that uncertainty. When you record a 45-second video mentioning the prospect's name, referencing their company, and noting something specific about their situation, they know instantly that you made this for them. That proof of effort earns attention in a way that text cannot. Even if they do not respond, they will remember you as you continue to prospect them. “Video messages see response rates 2-3x higher than text-based outreach to the same prospects.” Imagine the data behind this as a sales leader. You do five videos a day across your team and you have 10 reps. That would be 200 videos in one week because that is 20 videos per rep x 10. Imagine you did it for a month. That is 800 videos. Let's say you convert 10% into meetings. That is 80 meetings for the team. I am not saying that will be the exact result, yet you can see how this easily adds up.
A prospect can't tell whether your email was written by you, by AI, or by a template your manager shared. They can't tell whether your LinkedIn message was personalized or mass-sent to 500 people with an automation tool. “When you record a 45-second video mentioning the prospect's name, referencing their company, and noting something specific about their situation, they know instantly that you made this for them.” The data backs this up. Video messages see response rates 2-3x higher than text-based outreach to the same prospects. The higher the role you're targeting, the bigger the advantage. Executives who ignore hundreds of emails per week will most likely watch a 45-second video because it's novel, it's personal, and it shows respect for their time. Also, because no one else is doing this consistently.
The prospect has already engaged and you're maintaining conversation “They work well for the second or third touch in a sequence after the video has established your face and voice. Think of voice notes as conversation continuers and videos as conversation starters.” Both video and voice prove humanity. Use video when you need maximum impact. Use voice when you need efficient human touches at scale.
Voice notes are faster to record and feel more casual. I'll do them as I walk around Arizona in the afternoon. They work well for the second or third touch in a sequence after the video has established your face and voice. Think of voice notes as conversation continuers and videos as conversation starters. “Use video when you need maximum impact. Use voice when you need efficient human touches at scale.” Technical Setup for Professional Video
You don’t feel comfortable with videos but you want to try something different “You want to add a human touch without the production time of video” You're building familiarity over multiple touches in the same sequence
You want to add a human touch without the production time of video “You're building familiarity over multiple touches in the same sequence” The prospect has already engaged and you're maintaining conversation
The Movie Trailer Method: 10-30-10 Framework “Our goal with a prospecting video is to grab attention so you book a call to learn more.” A trailer doesn't tell you the whole story. It gives you just enough to make you want to see more. Your video should do the same thing:
The Movie Trailer Method is our framework for video prospecting. The name comes from the concept of what a movie trailer is looking to do. The goal of the trailer is to grab your attention to watch the movie. Our goal with a prospecting video is to grab attention so you book a call to learn more. We are not trying to close the deal in the video. We are trying to create enough interest that they want to continue the conversation. Just like a movie trailer. “A trailer doesn't tell you the whole story. It gives you just enough to make you want to see more. Your video should do the same thing:” Make the next step feel natural.
The first ten seconds determine whether they keep watching or click away. You need to answer immediately… why did you make this video for me? “Open with your observation. The specific trigger event or insight that prompted your outreach.” What to say:
Too long.The sweet spot is 45-60 seconds. Every second over a minute reduces completion rates. The best way to tell your team to think about this is it’s a cold call that happens to have your face in it. Makes everyone feel more comfortable and confident to do it. “Video isn't a demo. It's a conversation starter. If you spend your thirty seconds talking about your product features, you've missed the point. Talk about their world, not yours.” Poor technical quality.Bad lighting, muffled audio, or awkward framing signals carelessness. I have done this in the past and it will make people not want to engage with you because you feel unprofessional.
A trailer doesn't tell you the whole story. It gives you just enough to make you want to see more. Your video should do the same thing: “Make the next step feel natural.” The structure within the movie trailer method is very simple called the 10-30-10. Ten seconds to state the reason, thirty seconds for your unique value proposition, and ten seconds for the call to action. Fifty seconds total is the goal and if you get to 35-45 seconds you are golden.
It's your first personalized touch after a connection request Also good as a 3rd touch point in the LinkedIn DM “You have a strong visual observation to reference (their LinkedIn post, company news)” You're reaching a high-value prospect (VP or C-suite) where extra effort is justified
You want to create maximum pattern interrupt and memorability “The prospect hasn't responded to written-based outreach” Use voice notes when:
The Movie Trailer Method: 10-30-10 Framework “We are not trying to close the deal in the video. We are trying to create enough interest that they want to continue the conversation.” A trailer doesn't tell you the whole story. It gives you just enough to make you want to see more. Your video should do the same thing: